Michael Cummins Email & Phone Number

Madison, Wi, Us

At Elevance Health, I developed, launched and administered annual sales incentive plans for Elevance’s business-to-business health and specialty insurance sales teams. My responsibilities extended to virtually all facets of the sales compensation process, from high-level comp philosophy to the particulars of individual sales transactions.Specifically, I -- Analyzed sales trends and assessed corporate priorities in order to set optimal sales compensation policy.- Designed incentive plan components that motivated and retained salespeople while preserving profitability.- Built incentive plan administrative procedures that aligned with legal criteria.- Modeled proposed changes to incentive plan components, to estimate their budgetary impacts, and ran follow-up audits to gauge their actual effectiveness.- Worked closely with sales leaders to –­ - Break market-level sales quotas down to individual quotas for salespeople.­ - Set market-specific sales compensation guidelines.­ - Direct mid-year quota realignments, especially in response to sales team turnover.- Ensured that the sales teams received accurate monthly compensation performance reporting.- Reviewed compensation exception requests.- Constructed compensation estimators, which enabled individual salespeople to easily model their potential earnings under different sales scenarios.- Scrutinized the entire sales compensation process for opportunities to improve efficiency and reduce cycle times.- Educated sales teams about the incentive plans.- Calculated commissions for third-party product sales.- Negotiated sales fee agreements with third-party vendors, to cover sufficient compensation for internal salespeople and earn a profit for Elevance.

Though my role at Sprint evolved greatly over the years, my basic focus was always sales reporting, analysis and performance management.My reporting process was end-to-end and hands-on, from conception through the presentation of my conclusions. My process usually involved the composition of customized SQL scripting, through which I extracted datasets directly from enterprise-level relational databases. I validated my final product extensively, so my internal customer base had complete confidence in my data and findings.Often, my reporting was a piece of a larger program which I managed or co-managed. For example, I ran recurring compliance audits to ensure that sales reps stuck to their assigned territories and customer bases. I helped design dozens of short-term sales incentives and contests, for which I then provided the payment calculations.I spent much of my Sprint career as reporting lead for the sales compensation team. My involvement in comp, however, was not limited to reporting. For example, I pioneered a novel method for calculating commissions payouts for Sales Directors that was based on the profitability of their territories. It was adopted as part of the Directors' core incentive compensation plan.In my final year at Sprint, as the company’s first Salesforce.com ‘Data Steward,’ I set and implemented data integrity policies that brought order to the tens of millions of objects and records that had accumulated in the tool.Other contributions:- Attained subject matter expertise in reporting and operations issues for Salesforce.com.- Modeled the impact of proposed changes to incentive compensation plans, based on past sales statistics.- Analyzed cycles, trends and funnels for sales forecasting.- Consolidated manual MS Excel-based processes into single-click MS Access macros, saving thousands of hours of labor.- Redesigned the workflow for communicating quotas to the Business Sales organization.

Chicago, Illinois

I founded and ran a media watchdog organization that focused on reporting and monitoring political forecasting.

Bachelor Of Arts (B.A.), Political Science And Government

Certificate In Data Analytics

https://madisoncollege.edu/academics/programs/data-analytics-certificate